Channel Business Manager - Chicago

Location: Chicago

🌍 We’re making security suck less for developers.

Security tools haven’t kept up with how software is built today. They interrupt teams, slow releases, and turn security into a bottleneck instead of a capability. We built Aikido to change that. Aikido builds developer-first security products that reduce real risk without getting in the way of shipping software. We focus on what actually matters and automate the rest.

We’re taking on legacy security tools teams have been stuck with, and we’re winning. If you want to help us take market share and build products developers actually enjoy using, you’re in the right place.

Founded in 2022 by third-time founders, Aikido has $85M in the bank, a long runway ahead, and unicorn status. We’re building toward self-securing software. Join an all-star team. Take real ownership. Push boundaries. Build things that matter.

As our first Channel Sales Manager on the East Coast, you will build Aikido’s channel motion from the ground up across VARs, resellers, and MSPs. This is a zero-to-one builder role focused on creating net-new pipeline through your existing network and activating partner sellers to generate revenue. You will collaborate closely with our US sales team and leadership, acting as the point person for partner-sourced growth in the region. This role is for a hunter mindset, someone who thrives on opening doors, creating opportunities, and building momentum where little exists.

Responsibilities

• Build and own a net-new partner pipeline across VARs, resellers, and MSPs in the US East

• Leverage your existing partner relationships to create early opportunities and accelerate market entry

• Pitch Aikido to partner account managers and enable them to actively position and sell the product

• Run joint GTM motions that generate real pipeline and revenue

• Close partner-sourced deals while supporting partner-influenced opportunities

• Track pipeline creation, partner engagement, and revenue KPIs through CRM/PRM

• Identify and recruit new partners in collaboration with the global partnerships team

• Help shape the early US channel playbook and repeatable motions

Your mission: build a strong partner-driven revenue engine in the US East, starting from zero and scaling with urgency.

• 4+ years in channel sales, partner sales, or B2B SaaS sales

• Proven track record of building pipeline through partners

• Existing network of VARs, resellers, or MSPs in Chicago and/or US East

• Demonstrated ability to open doors and activate partner sellers

• Experience in fast-paced or scale-up environments

• Strong ownership mindset with a bias toward action and persistence

• Comfortable operating with ambiguity and building new processes

• Experience with PRM/CRM tools and pipeline reporting

Nice to have

Cybersecurity or developer tools experience

What you can expect

• High-impact position in a fast-growing company.

• Fast growth of responsibility.

• Competitive salary package.

• A company that sticks to its values in an open and informal atmosphere (see our culture page on the website for more details).

• Flexibility in working hours.

• You will be recruited based on competencies. Qualities of people are decisive, regardless of gender, religion, ethnic origin, age, sexual orientation, or disability.